The 2026 IRF Trends Report highlights how incentive professionals are navigating rising costs, geopolitical uncertainty,...
Research / IRF Webinar: Using Channel Incentives to Drive Pipeline
by Incentive Research Foundation
Whether your role focuses directly on channel partnerships or you’re looking to better understand the channel and dealer programs, this webinar will offer practical insights grounded in new IRF research and real-world experience. Our panel will discuss how channel incentive programs differ from employee incentives, how they influence partner engagement and pipeline movement, and what metrics help justify investment decisions. Join us for a thoughtful discussion on how to design, refine, and evaluate channel programs for stronger long-term performance.
Panelists:
Rachel McInnis, Vice President, Solution Strategy, Maritz
Jordan Sanford, Executive Vice President, Business Solutions, Prestige | Global Meeting Source
Andy Schwarz, VP Content & Communications, Incentive Research Foundation
Using Incentives to Drive Pipeline explores what makes channel incentive programs effective, showing why they must compete for partner mindshare, reward behaviors across the full sales pipeline, and function as long‑term partnership investments—not just transaction‑based incentives.
The following case studies illustrate how different industries have successfully designed and defended channel incentive programs. Each demonstrates specific design principles and ROI measurement approaches. Several examples come from mature programs, so avoid a “copy-paste” mindset. What works in year 15 may not work if transplanted into a new program without trust, habit, and baseline…
